1. Unified Communications - Selling A Strategy
Ng Kay Tick
Solutions Manager
© 2009 Avaya Inc. All rights reserved.

2. Show customers what is POSSIBLE Sell the value of Avaya TODAY
Call to Action
Focus on the
Business User
Focus on the
Business User
Show customers what is POSSIBLE
Sell the value of Avaya TODAY
© 2009 Avaya Inc. All rights reserved.

3. Roles within the Enterprise
Mobile Sales Executive
Contact Center Supervisor
Contact Center Agent
IT Director
IT Manager
Information Worker
Customer 3 3

4. Telecommuting – Mobility takes center stage
Q.What was the main reason behind your organization's decision to start allowing employees
to telecommute?
Of the APeJ enterprises that allow employees to telecommute, nearly 50% implemented it in the past 9-10 months. Australia leads in terms of enterprises allowing telecommuting
Indonesia and the PRC are ahead of other countries in terms of recent implementation of telecommuting
The biggest driver for implementing telecommuting was the availability of UC technologies in all countries except India, where enterprises largely deployed UC to meet employee demands. Small business are particularly big on UC for telecommuting
The highest share of enterprises across A/P allow just the mobile workforce to claim telecommuting expenses
India (N=39) – Highest share (77%) of enterprises provide mobile devices for telecommuting
PRC (N=38) - Highest share (54%) of enterprises provide UC tools for telecommuting
Source: Upcoming report IDC Asia/Pacific UC & Enterprise x.0 Survey, 2008: Of Innovation, Transformation and Collaboration – AP exc Japan

5. Collaboration Center Collaborative Apps Adoption by Enterprise Clusters
Q. Which of the collaborative applications does your org currently use or plan to use for internal employee collaboration / communication?
N=762 Respondents with Multiple Responses
Source: Upcoming report IDC Asia/Pacific UC & Enterprise x.0 Survey, 2008: Of Innovation, Transformation and Collaboration- Apac exc Japan

6. Deconstructing Collaboration
Q. Which applications do you use to collaborate with your co-workers? 0%
10%
20%
30%
40%
50%
60%
Web Conferencing
Voice Conferencing
Video Conferencing
Enterprise IM
Public IM
Low Cost VoIP
Info Portal
Enterprise Social Software
Public Social Networking Sites
Employee Blogs
Second Life
Internal Sales Meetings
Internal Training
Internal Brainstorming
Customer Meetings
Planning
R&D
Business Partner Meeting/Training
Searching for Employees
Source: IDC’s APeJ Business Users UC Survey, 2008

7. Show customers what is POSSIBLE Sell the value of Avaya TODAY
Call to Action
Focus on the
Business User
Show customers what is POSSIBLE
Sell the value of Avaya TODAY
© 2009 Avaya Inc. All rights reserved. 7

8. UC In Actions Efficiency for a Global Consulting Firm
Case Study: Complete Business User Solution
Challenge
Huge global travel and mobile phone expenses
Cannot tell clients to reduce carbon footprint without doing it themselves
Solution
Comprehensive Avaya UC and Contact Center solution
Avaya sold and integrated Polycom video
Move to in-house Meeting Exchange conferencing
Avaya one-X® Mobile reducing international costs
Click-to-communicate from IBM Lotus Sametime
Results
Travel cost reduction over $10 million per year
International calling cost reduction over $500k per month (i.e. $6M a yr savings)
Consistent business user experience everywhere
Improved work/life balance
Customer = Mckenzie
Travel cost = 240M, users travel up to 2 weeks per month
Most appointments are on an ad-hoc basis – takes a toll on work life balance, resulting in talent retention
14K consultants will be using 1XM on BB in 2009

9. User Collaboration UC All Inclusive
W/Intelligent Presence Server
Available Optional Video
Avaya one-X Portal
Avaya one
Portal
Avaya one-X Communicator X
Microsoft OC
IBM® Lotus® Sametime
Standard or Enterprise Edition
Communication Manager
VPNremote
Avaya one-X Mobile
Extension to Cellular
Extension to Cellular
Extension to Cellular

10. Group Collaboration Broad, deep, desktop integrations
Conferencing
Adobe®
Acrobat® Connect Professional
Embedded audio control capabilities for more productive meetings
See who is in call - identify speakers
Mute or disconnect participants
Dial out to join new participants
Have the audio bridge dial out & bring you in
Lock the conference
Avaya Web Conferencing
Microsoft® OCS
Communication Manager
Microsoft® Live Meeting
IBM® Lotus® Sametime

11. Group Collaboration Cost Effective Video Everywhere
Avaya one-X® Communicator
Avaya one
Portal
Avaya one-X® Agent
Web Conferencing X
Communication Manager
Customer Kiosk
Room Systems
Telepresence

12. Avaya Aura Revolution in Communications Architecture
Enterprise Network
App 1
Collaboration
App 2
Video
App 3
Business apps
Avaya
New York
London
Nortel
Hong Kong
Siemens
Frankfurt
Contact Center
Mumbai
Cisco
Rome
Chicago
Users
anywhere
Apps
Integrated
Avaya
New York Feature Server
London
Nortel
Hong Kong
Siemens
Frankfurt
Contact Center
Mumbai
Cisco
Rome
Chicago
Data Centers
Aura
SIP Trunking
The Avaya Aura architecture establishes a mediation point where disparate applications, systems and locations can be linked. The architecture also reduces network complexity and costs, and speeds application development and deployment.

13. Order from Chaos, Enterprise-wide
IT Benefits
One enterprise multi-vendor dial-plan
Centrally managed
Easily integrate multi-vendor legacy systems with SIP gateways
Immediate cost savings from
Enterprise-wide on-net calling
Global least-cost routing
Call out from the best location
Share fewer central SIP trunks
Reduce location-specific trunking
Negotiate across service providers
Migrate incrementally
Move critical workgroups to core
Upgrade legacy systems when needed
Consolidate into data centers
Users
anywhere
Apps
Integrated
Avaya
New York Feature Server
London
Nortel
Hong Kong
Siemens
Frankfurt
Contact Center
Mumbai
Cisco
Rome
Chicago
Data Centers
New Name
SIP Trunking
200 locations, 6 applications
YESTERDAY: 200 dial-plans to administer, 200 SP SIP trunking integrations, 1200 application integrations, point-to-point SIP trunks, …
NOW: 1 dial-plan, 1 central SP SIP trunking integration, 6 application integrations, 200 SIP trunks just to each location, … priceless!
Avaya
200+ systems, connections
Australian National University
Save PSTN costs using global university network, control new media apps

14. Business Agility, Empowered People
Business User Benefits
One profile mapping business users to communications applications
The same applications and number wherever people go, world-wide
Quickly add different capabilities for different people and workgroups
Centralized communications
Unified communications & messaging
Video, web and audio conferencing
Connect stores and branches
Speech and video self service
Enterprise-wide reporting & analytics
Business application integration
Shared integration investment
Manage within same data centers
Avaya
New Name
Shared Applications
SIP Trunking
Global consulting firm
Save $10m /year in travel and $6m /year
in phone costs with UC, video and mobility

15. Show customers what is POSSIBLE Sell the value of Avaya TODAY
Call to Action
Focus on the
Business User
Show customers what is POSSIBLE
Sell the value of Avaya TODAY
© 2009 Avaya Inc. All rights reserved. 15

16. for Business User Communications
Is UC a Dream?
More demands, less money – how does IT get it done?
Need a simplifying end-to-end architectural approach
Saving money now while improving business effectiveness
Avaya Architecture
for Business User Communications
The Avaya Answer
Evolutionary – build on what you have, get practical help now
Revolutionary – extraordinary times require new approaches
Open – multi-vendor, old and new, it all has to work together 16

17. Addressing Diverse Customer Needs
KNOW YOUR PROSPECT
IDENTIFY GOALS
DRIVE VALUE WITH THE RIGHT AVAYA SOLUTIONS
Larger customers
Strategic enterprise-wide impact
Cost savings from enterprise-wide SIP architecture
Scale and security, UC productivity applications
Loyalty and retention by serving customers everywhere
Larger customers with many stores or branches
Consistency and control
Replace legacy key systems with Branch Edition
TCO from centralized management and SIP trunking
Voice Portal speech/video customer self service for stores
Mid to large customers
Immediate savings and productivity gains
Avaya one-X® UC productivity, Microsoft/IBM integration
Easier Modular Messaging, Meeting Exchange deployment
Contact Center Express for mid-size organizations
Existing customers
Looking to upgrade but not embark on major changes
Avaya one-X® UC productivity
Communication Manager 5.2 features and choices
Assurance of advanced capabilities as they need them
Align Your Prospects/Customers to the Segment Identified in the Matrix (left column)
Probe for the Target's Goal / Needs (center column)
Position the Value of Avaya Offerings (right column)
Engage your SE and Services Business Development Manager for support.
© 2009 Avaya Inc. All rights reserved. 17

18. Lead with Avaya Unified Communications All Inclusive
MS OCS &
IBM Sametime
Avaya one - X
Portal -
Portal
Avaya one
Avaya one
Avaya one
Avaya one - - - - X X X X
Communicator
Communicator
Communicator
Communicator
Avaya one
Portal
W/Intelligent Presence Server X
Available Optional Video
Communication
Communication
ACM + AES
Communication
VPNremote
Manager
Manager
ACM + AES
Avaya one - X
Mobile
Avaya one - X
Mobile
Extension to Cellular
Extension to Cellular
Extension to Cellular

19. Include Low Hanging Fruits ROI of UC with audio-/video- /web -conferencing
As much 40-60% of corporate voice traffic can be attributed to conferencing
Meeting Exchange can give customers provider-type features on an internal solution!
Save on external conference provider charges and trunk expenses.
Save travel time and expenses.
Providing audio conferencing services internally
e.g. 60,000 conf mins./month
7,000 US$ conf. provider cost/month
60,000/5000 => 12 ports
cost for MX(entpr.) 57k US$
57k/7k ~ ROI in 8 months
Providing audio conferencing services internally
e.g. 60,000 conf mins./month
7,000 US$ conf. provider cost/month
60,000/5000 => 12 ports
cost for MX(expr.) 13,600 US$
14k/7k ~ ROI in 2 months

20. Include Low Hanging Fruits Unified Messaging – Modular Messaging
Comprehensive Integrations
Message Store
Options*
Avaya
analog/ digital/ IP/SIP
Other
PBXs
Avaya Message Store Server (Linux)
~ or ~
LAN
one-X Speech Server(s)
Microsoft Exchange Store Server
Avaya or non-Avaya PBX
Traditional (TDM) or IP Telephony
MultiSite and MutliSwin Support
Messaging Application Server with:
Aria / AUDIX / Serenade TUI
~ or ~
This is what MM looks like in all its glory. This can be a complicated story to tell, and it can be a complicated concept to grasp. But, you and YOUR CUSTOMER OR PROSPECT MUST “get it“. Once a potential buyer understands what MM does for them and why we haven‘t deployed it on a single Windows-based server, they will demand the most complicated MM solution they can afford. Because, in it‘s complexity lies the beauty of the design – along with the peace-of-mind your buyer wants from a system that will support virtually 100% of their users, 24 by 7 by 365!
IBM Domino Store Server (Win)
Message Networking Server(s)
Rich Multimedia Access
* MSS only for MM 5.0

21. Reshaping Enterprise Communications Architecture
Multi-Vendor PBX
Multi-Vendor Applications
Communication Manager
Session Manager
Application Enablement
Presence
Integrated Management
Voice & Video Telephony
Easily add new services
across platforms
Maximize use of Multi-vendor
networks
Consolidated dialing plan
Devices
Locations 21

22. UC Sales Tools & Programs
UC ROI Tool
MX ROI Tool
UC Proposal wizard
Microsoft Playbook
Cisco Playbook
Beat Nortel Program
MMIP – messaging migration
MX Migration Program
UC All Inclusive Bundle
UC Knowledge base

23. UC Knowledgebase THE place for information on how to use UC Clients
Learn how to use UC client applications
Unified knowledge base
Multimedia content
“How to use” topics and training modules
Easy to use
Search across all UC client content
Granular content – specific topic v. entire document
Access via sales portal
Provide feedback on individual content elements

24. Accessing the UC Knowledgebase
You will be able to access the site two ways:
From the portals: Prepare Tab>>Sales Tools>>UC Sales Tools
Directly going to
The first time you access the site you will have to register. You will need:
A valid business
A valid site code – BP sold-to number (please see the access guides on the UC Sales Tools Page for site code and login information)
Note: Registration may be modified slightly prior to launch – check UC Sales Tools page for final access instructions
Once you register , if you allow Cookies on your PC, you will not have to login on subsequent visits to the site, otherwise you will have to login each time

25. Search across UC Clients with topic specific results
Full Text search across one or all available products
Content rated based on direct feedback from users
Results by Topic with options for text & flash content

26. Text results window
Send the text and flash content to a coworker or customer
Access Flash Demo to see how to perform the action in the application
Print content for future reference
Key steps to complete function
Click flag to view content in other languages (Currently only available in English only)
Quickly rate content with a 1-5 star rating

27. The Business Challenge
Technology getting in the way
Use communications instead of communications using you
Serve customers better
Intelligent, process-driven activity
Faster, more strategic decisions 27

28. thank you © 2009 Avaya Inc. All rights reserved.